A Sales Guy

MARCH 16, 2015

Mark is the CRO of HubSpot and the author of The Sales Acceleration Formula. He’s grown Hubspot from nothing to 100 million plus in revenue in 7 years. Mark offers some great insight into how sales people can improve their demo capabilities and how sales leadership can build organizations that deliver killer demos.

Sales 118

Sales Sales Leadership Scale Revenue 118

A Sales Guy

AUGUST 2, 2013

Average Time to Close: How long does it take for a sales rep to close a deal from start to finish? How do average time to close rates compare with quota attainment and overall revenue attainment. Are those with longer sales cycles selling more? The information generated around these 6 stats will change the sales game.

Sales 121

Sales Pipeline Sales Leadership Closing 121

A Sales Guy

AUGUST 16, 2013

Sales leadership and management needs to more open and more humble. Lack Leadership – Most sales managers and sales leadership lacks the guts, the round, spherical objects it takes to be a leader today. Blaming sales people for the revenue ills of the company is an old school cop out.

Sales 121

Sales Management Sales Leadership Hiring 121

A Sales Guy

MARCH 4, 2014

You can’t succeed without really good sales managers. Sales managers are like broadband connections. Sales managers connect the sales people to sales leadership. No initiative can be successful without sales managements buy in and support. Buy-in is critical at the sales management layer.

Sales 115

Sales Management Sales Leadership Sales Process 115

A Sales Guy

JULY 23, 2014

For a quick CoS ratio, simply take an individual’s salary plus commissions earned at 100 percent of quota and potential bonus opportunities, then divide by that person’s revenues to obtain the percentage. Balanced: Compensation is based on margin, revenue and a third component, such as quota attainment. Tailoring Tips.

Sales 120

Sales Revenue Sales Leadership Services 120

A Sales Guy

FEBRUARY 1, 2014

Revenue responsibility. Simply put, marketing by definition puts itself closer to revenue by owning inside sales. The more marketers take ownership of revenue in partnership with their sales counterparts, the better. Sales focuses their time only on active, qualified opportunities. Undoubtedly.

Sales 118

Sales Marketing Market Sales Leadership 118

A Sales Guy

MAY 21, 2013

In most b2b sales cases, it’s unrealistic to expect the new SVP of Sales to move the revenue needle in the first 6 months. Hiring/Firing Sales Leadership b2b sales hiring b2b sales leadership hiring sales leaders hiring sales people sales hiring process what to do with a bad hire'

Hiring 111

Hiring Sales Leadership B2B Sales 111

A Sales Guy

NOVEMBER 25, 2013

Is everyone making quota or a just a few bringing in most of the revenue? Hiring/Firing Sales Leadership A player sales people how to hire A Players how to know you have a great sales candidate sales leadership interview tips sales person interview tips what to look for in a sales interview'

Hiring 120

Hiring Sales Leadership Sales Sales Process 120

A Sales Guy

NOVEMBER 20, 2013

As sales leaders we have an obligation to be deliberate in our approaches to growth, change, innovation, revenue generation, team development and more. In the sales world, we need to go on more ride alongs, we need to listen to the sales people , we need to be deliberate in getting their feedback.

Sales Leadership 114

Sales Leadership Sales Sales Process Revenue 114

A Sales Guy

OCTOBER 13, 2012

In other words, how much growth/revenue can you get out of your existing team. When you need to hire more sales people. If your optimizing your sales resources. The strength of sales leadership. Calculating your sales team’s maximum productivity is key.

Sales 115

Sales Hiring Sales Leadership KPI 115

A Sales Guy

SEPTEMBER 30, 2013

To get more out of your coaching consider breaking down the observing part of the coaching sessions like this: What are the goals the sales person wants to achieve, make them specific. Increased revenue, better prospecting, improved cold calling, shorter sales cycles, etc.

Sales 113

Sales Sales Leadership Revenue Management 113

Anthony Cole Training

JUNE 22, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 135

Sales Hiring Sales Process Pipeline 135

A Sales Guy

APRIL 29, 2014

They don’t have a sales culture through out the entire company. They lack sales leadership. They don’t listen to the sales people. Weak sales messaging. This is one long ass list of ways sales people fail, because of their company. Is it providing the sales team with what it needs to crush it?

Sales 121

Sales Hiring Sales Leadership Marketing 121

Anthony Cole Training

DECEMBER 10, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 178

Sales Hiring Sales Process B2B 178

A Sales Guy

JULY 11, 2012

The place I see sales management fail the most (just behind hiring “A” players) is pipeline management. This failure has tremendous impact on revenue. It is sales leaderships job to be the grease that moves opportunities through the pipeline. This is especially true with first line managers.

Pipeline 116

Pipeline Sales Management Sales Leadership 116

Hotel Business

JUNE 4, 2024

According to HSMAI, the certification is tailored for hospitality sales leaders who are proficient in leading high-performing teams, demonstrating overall commercial acumen, applying best practices in hotel sales to drive revenue growth and more.

Hotel Sales 64

Hotel Sales Sales Sales Leadership Digital Marketing 64

Anthony Cole Training

SEPTEMBER 24, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 151

Sales Hiring Sales Process B2B 151

A Sales Guy

OCTOBER 13, 2016

Leadership should only be considering scaling if they can no longer grow or they anticipate they will no longer be able to grow in the current environment. (For For the sake of clarity, I’m defining scaling a sales organization as a fundamental restructure to accelerate revenue growth. New Products or Services.

Scale 126

Scale Sales Hiring Revenue 126

A Sales Guy

JANUARY 27, 2014

Barbara also produces books, articles, podcasts, webinars, and online training programs for entrepreneurs who want fast, consistent revenue growth. Guest Posts Uncategorized Personal Development Sales Advice Sales Leadership Sales People' Linkedin @Twitter.

Sales 112

Sales Sales Leadership Small Business Business 112

Anthony Iannarino

MARCH 17, 2020

Your plan needs to require massive action in response to the crisis that causes a loss or reduction of sales. There are only four ways to grow revenue, and you should use as many of them as possible, starting with selling more to your existing clients, communicating with them at a higher frequency, and making sure you retain them.

Sales 138

Sales B2B Pipeline Revenue 138

Anthony Cole Training

MAY 16, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Business 186

Business Sales Hiring Sales Process 186

A Sales Guy

MARCH 21, 2012

When we assume the cause of declining revenue is the sales team, we start to fix the sales team. We only want to fix the sales team when we KNOW they are the cause. When revenue is down, the best sales managers find the cause and don’t focus on the correlation’s.

Sales 111

Sales Pipeline Revenue Market 111

Anthony Cole Training

MAY 19, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 165

Sales Management Hiring Sales Process 165

Hotel Business

FEBRUARY 28, 2023

OTA Insight has appointed Courtney Jones to the sales leadership team as VP, North American enterprise sales. Jones brings more than 25 years of hospitality and hospitality technology sales experience to OTA Insight, with expertise in business development and organizational growth, according to the company.

OTA 52

OTA Sales Leadership Sales Revenue 52

A Sales Guy

DECEMBER 21, 2012

Almost every plan will have revenue numbers. Some plans will have strategies or initiatives to support their revenue goals. For those of you who are finalizing your plans, there is something 90% of you won’t have in your plan. A few will have specific tactics and timelines associated with goals.

Sales 113

Sales Revenue Pipeline Sales Leadership 113

A Sales Guy

JULY 29, 2017

Selling requires a sales person has influence. In my most recent Forbes post , I talk about this phenomenon, why most sales people aren’t selling and how management can address this problem to improve revenue attainment and improve their team’s effectiveness.

Sales 105

Sales Revenue Management Sales Leadership 105

A Sales Guy

DECEMBER 5, 2012

If 80% of your revenue and new sales is coming from the customer base, then new logo’s might be a strategy for growth in 2013. If your sales people are maxed and the cost of sales is high, a channel might be a good growth strategy.

Sales 116

Sales Hiring Revenue Closing 116

Anthony Cole Training

FEBRUARY 3, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 135

Sales Hiring Sales Process B2B 135

A Sales Guy

OCTOBER 16, 2012

To stop the cycle, sales leaders and the CEO need the discipline to spend Q4 focusing on the team and the organization in addition to Q4 revenue and closing out the year. What will the sales team be responsible for in the coming year including; revenue. revenue growth. margin/margin growth. partnerships.

Sales 117

Sales Closing Revenue Sales Process 117

A Sales Guy

OCTOBER 17, 2012

The quarterly survey tracks the thinking and actions of CFOs representing North American companies averaging more than $5 billion in annual revenue. In fact, year-over-year expectations for sales, earnings, capital investment, and hiring growth all sunk to their lowest levels in the 10-quarter history of the survey.

Sales 110

Sales Hiring Scale Revenue 110

A Sales Guy

APRIL 25, 2012

Knowing when the market is changing and ensuring your organization is properly aligned to meet the shits can be all that’s need to keep revenue up, costs aligned and morale high. When markets shift, when competition increases, when threats arise, the best response could be restructuring to align with the changes. differently!

Sales 130

Sales Marketing Market Sales Tools 130

Anthony Cole Training

MARCH 25, 2010

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 120

Sales Hiring Sales Process B2B 120

A Sales Guy

JANUARY 3, 2013

This is especially true in sales, whether we like it or not. We need to grow revenue, get new clients, improve the channel business, roll out new products, improve lead generation, grow our social presence, etc. Heading into 2013 many of us have new goals and objectives we’ve set or that have been given to us.

Sales 112

Sales Revenue Sales Leadership Business 112

A Sales Guy

AUGUST 15, 2012

I remember early in my career participating in number of sales contests. One particular manager would create a contest for selling the most of a particular product, or the highest deal value, or the most revenue in a month. He would announce the contest to the team, along with the prize for winning.

Sales 111

Sales Closing Management Revenue 111

Anthony Cole Training

JUNE 20, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Sales 120

Sales Hiring Sales Process B2B 120

Hotel Business

MARCH 27, 2023

“It is truly exciting to announce this series of key appointments as new opportunities continue to materialize across all travel segments,” said Cheryl Williams, chief revenue officer, Preferred Travel Group.

Travel 52

Travel Sales Resorts Sales Leadership 52

A Sales Guy

AUGUST 3, 2012

This is where the sales rep or sales leader commits to a new set of quarterly numbers and initiatives. They need to put on paper and commit to the team how much revenue, margine, their average deal size, pipeline growth, etc.will be. The presenter must commit to their KPI’s.

Sales 115

Sales Business KPI Hiring 115